Director, Sales - Enterprise

Payscale is the original compensation innovator for organizations who want to scale their business with pay and transform their largest investment into their greatest advantage. With decades of innovation in sourcing reputable data and developing AI-powered tools, Payscale delivers actionable insights that turn pay from a cost to a catalyst. Its suite of solutions — Payfactors, Marketpay, and Paycycle — empower 65% of the top companies in the U.S. and businesses like Panasonic, ZoomInfo, Chipotle, Quest Diagnostics, University of Washington, American Airlines, and TJX Companies.

Create confidence in your compensation. Payscale.

To learn more, visit www.payscale.com.

Job Summary

The Director of Enterprise Sales at Payscale will lead a team of Enterprise Account Executives focused on building partnerships with larger organizations, understanding their challenges, and focus on solving their pain by positioning Payscale solutions. Payscale’s mission is to empower employers with the strategic power of compensation by delivering data, services, and software to get pay right. This responsibility entails close management of sales productivity, pipeline discipline, and a strong desire to lead blocks for their team members to ensure success in both their personal and professional lives. A strong leader will build trust, drive engagement and celebrate wins that drive the growth of the organization.

You’ll leverage your expertise to enable a team of salespeople to effectively sell a suite of data, software, and services and the progression of the sales forecast to ensure sales growth. You’ll drive and improve metric reporting procedures and own financial metrics, targets, and budgets. The successful candidate will be energetic, persuasive, organized and carry a player/coach attitude. This person will also work exceptionally well cross-functionally, build collaborative relationships, and dedicate their focus to improving the team and building Payscale for the future.

What You'll Do

• Manage a team of 5-7 Enterprise Account Executives

• Ability to forecast revenue, monitor sales activities, and deliver on performance targets

• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences

• Proven track record of identifying and implementing sales best practices

• Develops sales teams through a culture of coaching, learning and development, and strategic performance management

• Create strong relationships with key client stakeholders at both senior and mid-management levels

• Partner with other go to market teams to identify opportunities to gain efficiency across the business

• Drive the Sales team to achieve annual sales revenue

• Understand and effectively communicate the company's mission, vision, and values

• Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality

• Report on KPIs related to the lead and the opportunity waterfall needed to implement a strong partnership between marketing and revenue

• Monitor the quality of marketing and sales information and define the data improvement programs

• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors

• Effectively recruiting and onboard new hires

• Work with Revenue managers and Sales Operations teams to implement targeted sales strategy

• Generate and maintain accurate Territory plans

• Define contact and account quality standards in the database, defining processes and data acquisition strategies

What We're Looking For

• Bachelor's degree, or experience in sales and/or customer facing activities in a solution selling environment

• Demonstrated success expanding the deployment of offerings within current customers and closing new business at the same time.

• 10 years of Enterprise SaaS sales experience

  • Previous experience working for an HR tech or SaaS company is highly preferred (HCM, Compensation, ATS, etc.)

• 5+ years of experience leading a team of Enterprise Account Executives

• Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends

• Ability to manage multiple change management initiatives and work under tight deadlines

• Proven success in navigating a matrix organization and driving successful SAAS initiatives

• Keen business sense, with the ability to find creative business-oriented solutions to problems

• Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, SaaS culture

• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences

• Expert user and trainer in Salesforce.com, Excel and other tools as required (training provided on unique Payscale solutions)

Location

Payscale has an employee-centric remote-first model that provides you the flexibility to do your best work in a space that supports you, while also finding time to collaborate in person for the moments that matter.

In our remote-first model, employees can work from the location that works best for them. We do not have centralized corporate offices. Employees can choose to work from home, in company-paid co-working spaces, or any combination of the two that best suits their unique needs.

If you work from home, we recommend ensuring that you can meet the following technology, equipment and workspace requirements:

• High-Speed Internet - A stable broadband or fiber connection (satellite is highly discouraged) with a minimum speed of 100 Mbps in a dedicated workspace that has a reliable Wi-Fi signal.

• Device for Multifactor Authentication (MFA/2FA) - smartphone, tablet, etc.

When it matters (usually no more than a few times a year) we take the time to gather for in-person events.

Payscale has employees across the US, Canada, UK, The Philippines and Romania however we are currently unable to hire in the Quebec Province, Northern Ireland, and Hawaii.

Benefits and Perks

All around awesome culture where together we strive to live our 5 values:

• Data informed decision making.

• Customer first. Always.

• Succeed together.

• Relentless about results. Obsessed with excellence.

• Lead the change. Shape the standard.

An open and inclusive environment where you’ll learn and grow through programs and resources like:

• Monthly company All Hands meetings

• Regular opportunities for executive leadership exposure through things like AMAs

• Access to continued learning & development opportunities

• Our commitment to a continuous feedback culture which allows us to drive performance and career growth

• A growing network of Employee Resource Groups

• Company sponsored volunteer hours

• And more!

Our more standard benefits

• Flexible paid time off, giving you the opportunity to rest, relax and recharge away from work

• 14 Paid Company Holidays, includes 2 floating holidays (you choose!)

• A comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance covered up to 100% by Payscale

• Unlimited infertility coverage benefits through our medical plans

• Additional supplemental health benefits offered to you and your family

• 401(k) retirement program with a fully vested immediate company match

• 16 weeks of paid parental leave for birthing and non-birthing parents

• Health Savings Account (HSA) options and company contributions each pay period

• Flexible Spending Account (FSA) options for pre-tax employee allocations

• Annual remote work stipend to be used on wellness or home office equipment

Equal Opportunity Employer:

We embrace equal employment opportunity. Payscale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin, or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology, and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

If you have a disability or impairment and need assistance with the application process, please email [email protected] for support.

Fraud Alert:

Payscale values security and privacy. During your job application and interview process, we will never ask for your personal banking or financial information, social security number, or other sensitive information, if you are unsure if a message is from Payscale, please email [email protected]